He Made $1,000,000 in 10 Days With Just ONE VIDEO!

You have been lied to. Every marketing expert tells you that if you want to sell a high-ticket program, you need a sales team. They say nobody will buy a premium product without getting on the phone first. But my friend Elko de Boer just proved them wrong. He's selling a €33,000 program, which is almost $40,000. He sells it through a completely automated 3-hour webinar. He uses no sales calls and no closers. And in just 10 days, he made over €1 million. People literally wire him €40,000 while watching a video. and I'm gonna pull out exactly how he does it so you and I can both learn from him. All right, we're here. Another episode of Tell Me Why I Suck, where I bring on experts that I admire, respect, and wanna pick their brain on. Then you tell me why I suck at a whole bunch of different things. So today we've got a living legend in the house, Elko. He is, uh, super famous in, uh, Holland and is making his way to America now, and he has a webinar funnel. Which is he's selling €33,000, which is about almost $40,000 membership programs via a 3-hour webinar. And I met him for lunch in Arizona a couple of weeks ago. He's like, let me break down the model. And I'm here to learn about the model and why I suck. So, Elko, welcome aboard, man.

Thank you, man. I appreciate it.

So we had an awesome lunch. You helped break a a mental model for me in that somebody has to hop on a call, right? So I, I've talked to a lot of people who are selling their programs and there is a belief that once you are selling something that's over, I don't know, $5,000, people wanna hop on a call. And when you first said that to me, it's like, no, you could do it through a webinar funnel. Like, yeah, but I'm selling something that's $15,000 to $50,000. And you're like, well, I saw one that's basically $40,000. It's just through a 2-hour webinar. I was like, really? Okay. Tell me about it. I wanna know. So that's the point here. So tell me, I guess first it's a 3-hour structure. Like, walk me through what actually happens on this webinar.

Obviously, I'm not against a sales team and I'm not against sales calls. It's just I agree that it is a belief that we think that we need a sales call or a sales team to actually do high-ticket sales.

You're basically against them.

No, I'm not against it at all. At all. But I don't have a sales team anymore. But, but if the best closer comes over, it's like, hey, I want to work for you. And like, I really resonate with him and he resonates with me. I'm super open, open for it, but I don't want to be dependent on it. And I think my belief is for you especially is that you don't have to be dependent on closers if you would create a good, a good offer through VSL/webinar. And I can talk about, talk about that a little bit as well. In my world, a VSL is close to the same as a webinar. The only difference is the beginning of the webinar, but I can talk, I can talk about that now. A year ago, we— because I've been selling since forever on webinars, and usually it was around like €2,000, €3,000. We upped it to €5,000 a couple years ago, and a year ago we created a new offer, and it's a €33,000 offer. So the offer is really, really clear and really, really amazing, and I was creating a webinar for this offer and I had a conversation with a good friend/mentor of mine and he was 100% convinced that you could never sell a €33,000 offer on a webinar. And I was actually convinced that if I would do a webinar and lead them to a sales call, it would hurt conversions.

Why? Why were you convinced that?

The problem is you add so many variables. So you add the variable of time. So, okay, I'm excited right now. 'But I have to schedule a call for next Thursday, 8 PM.' Or, 'I'm excited right now.' 'Yeah, no problem, we can have a conversation in 2 hours.' But then you have the variable of the closer. Maybe somebody's already convinced to buy and then they talk them out of buying, like, because they add objections or whatever. So I know that I am the best person and you are the best person to inspire people to see the bigger picture and then make the next step. And for a lot of people, it's already very clear, I guess, I want to do this. But then if you add the variable of time or the variable of a closer, and a closer, obviously, you know, they wake up different every day, so they behave different every day. So you can't trust that completely as well. What I can trust is myself if I prerecord a VSL or do a webinar where I know like it's just on point. So he tried to convince me like, you can't do this because you will lose a lot. And then we started doing this and I was like, nah, I'm gonna reject this idea of, uh, having to have a closer. And, um, and last June we started— we launched this, uh, this webinar, which is an automated webinar combined with the VSL, and I'll talk about that later. And in that first 10 days, we did over €1 million, uh, 100% automated through that webinar and that VSL, where people literally during the webinar or the VSL, they literally pay €40,000 including VAT. They just wire the money during the webinar and it's, it's been a game changer. Like last week automated, we made €300,000. I didn't like, I didn't even know that we were running that campaign because it's, it's all automated and people literally are paying those amounts of money on a webinar, on a VSL.

And so you made €1 million plus and that's only selling the €33,000 program.

So that was €1 million plus in 10 days when we launched this webinar.

Cool. So you're doing ads into what? What is ads landing page?

Yeah, I'll break it down. So when we launched this, we— I mean, I have a mailing list in the Netherlands. We did 2 webinars. I think we had like 4 days in between. So we launched a webinar to my list. Plus we advertised, I think, €13,000 in Facebook ads. So Facebook ads to a registration page for the webinar. The webinar was prerecorded. It's a 3-hour webinar. I can go into that as well. It has actually has 2,000 slides, which I know is insane, but you know, it is what it is. I'll, I'll, I can explain that as well. But we advertised €13,000 to the registration page of the webinar. We did one webinar. And then 4 days later we did the, the, the second webinar, which is the same webinar for people who couldn't attend. And then after we've done the 2 webinars, everybody who signed up for the webinar, they get access to the VSL. And the VSL is basically 98% of the webinar itself. So I pre-record the webinar as a VSL, and then before I finish, I add an intro. And the intro is for the webinar, if that makes sense. So I record the VSL. And in the beginning I, and then at the end I'll record another like 5 or 10 minutes, which is the intro of a webinar. And after the intro, we just transition to the VSL and people don't see that there is a transition.

So are they just watching the same thing again?

Here's the thing. Webinars are amazing, but you probably never go to a webinar. I never go to a webinar. I do a lot of webinars, but I don't attend webinars. So webinars are amazing if people actually follow the webinar. But most people won't follow a webinar. Most people could start watching the beginning of a video if you send the video, for example, to your mailing list, or even if you advertise to that video. So why we do this is we start with a webinar where you get the most excited people who are actually willing to go to a webinar on Thursday evening, 8 o'clock. And then, you know, the majority of people, they will never watch a webinar and they will be able to watch the video, which is sort of the same thing as the webinar. And now even with the funnels that we have right now, we start with the webinar, then we go to VSL, then we go to long-form sales page, and then we go to an offer doc. So it's actually 4 components per offer. So you start with the most hot leads and then people who actually want to watch a video and then people who watch the sales page and then the people who want to read an offer doc, which is like 2 or 3 pages.

So the webinar is at a certain time, but it's not live, right? It's prerecorded.

Yeah, but it appears to be live. Like nobody really noticed that it's not live. So it's a Zoom, it's literally a Zoom. So I don't say like, oh, register for this automated webinar or register for this webinar. I say register for this Zoom call that we're doing Thursday evening at 8 PM. So it's perceived to be live, um, and we like— nobody really noticed that it's not live. The only thing is there's two things that I do during those webinars is in the beginning I say like, okay, we're with so many people live right now, so I can't answer all the questions. And, um, I— it's timeless. Like, I don't say like, hey, good evening, or good morning, good afternoon. So we can use it obviously always. And it's through a Zoom call. So we have the system, it's a system, it's called iEvent. And with iEvent, you can actually, uh, add pre-recorded videos, and then you can host them as a Zoom call. So I'm, I'm not even like there whenever we do those Zoom calls, it's 100% automated through that system, iEvents.

Got it. Okay. So you're doing ads or email list, whatever. Hey, we're doing this Zoom call this time. Join. Everybody joins. They're all live, but yours is a prerecorded 3-hour presentation, basically, that I guess you start face to face and then you go to a share screen with the slides.

It's 100% share screen.

Even from the beginning, you're not even ever on camera direct. It's just right to Okay. So like the, when you join, there's like a, we're gonna start in a few minutes or whatever, and then you come on and it's already on the share screen. Okay. And that goes for 3 hours. Yes. And this, and then the CTA there is to go to the VSL?

No, the CTA is to sign up and buy. Go.

Yeah. And so you have the, you have your 4 steps, right? Just like the, the webinar, the VSL, the landing page, and then the offer doc.

Yeah, so it's 4 steps within, for example, 16 days. That's— so in the beginning we promote a webinar, then a couple days later we'll do the second webinar, which is the second live webinar. That's the first step. Second step is we will promote the VSL for the people who can make it, watch the webinar. Third step, like 4 days later, is okay, here's an extended sales letter. And then a couple days later, oh, we have an offer doc where, and it's all the same offer, but it's different types of media.

Got it. Okay. So those 4 steps are if I don't join or I don't sign up.

Yep.

Otherwise when I'm live on the webinar, the CTA is not to the offer doc. It's just join. Here's the link to sign up.

Yep.

Got it. Okay. So now it's making sense. Okay. So then if somebody joins the webinar and hops off in 20 minutes and doesn't sign up, then they get the email to join the next webinar again.

Yes. And if they don't, don't watch that one, then they get the email for the video.

And then they get the offer doc.

For the VSL.

Basically until, and is this perpetually running or are you doing this in launches?

Both. So we advertise to this campaign, but we also, I have pre-written 8 campaigns for, for 2026. And so it's also, I have 8 launches this year. So we do 8 launches to my list and we advertise to this one campaign.

Got it. Do you have a sense of the percentages? Like where most of the sales come from?

Yeah, most come from webinar and VSL.

Like the 2 webinars and then the VSL. And the VSL is just the webinar again, but with a different intro on it.

Yes, so let's say the VSL is 2 hours and 50 minutes. And the webinar is plus 10 minutes, like the, the, the first 10 minutes, or could be 5 minutes. I can't recall.

Got it. You add more to the webinar, not to the VSL. Yes.

Uh, well, I add to the, the VSL and that makes it the webinar.

Correct. So the VSL is the base and then you're adding 10 minutes to turn into the webinar. And when I'm on the webinar, it's a live call. So if I come 20 minutes late, I miss the first 20 minutes. But in the VSL, I start from the beginning and can watch.

Yeah.

Got it. Yes. Okay. That's cool. Besides the like belief, uh, system that, hey, we can, you can do this, that you can sell something that's $30,000 or I guess $40,000, uh, just with a webinar. What, where do people go wrong or what lessons have you learned or what, what are you tweaking as you go forward?

Yeah, so for example, if I would give you advice on how you're running your sales through, through online, I would brainstorm with you the idea, like, imagine taking like a month or even 2 months to create a masterpiece where you know that if somebody presses play or attends the webinar, they'll go through really through a masterpiece. And where they will, um, all their beliefs about why they shouldn't or couldn't be successful on YouTube, or like, and also the inspiration, like, why should you start YouTube? Because I've seen you a bunch of times presenting about YouTube, and every time I go crazy, like, man, I gotta start YouTube. Like, it's so inspiring. It's also slap in my face, like, dude, like, start YouTube. You gotta start. And, uh, but if you would just brainstorm with yourself or with other people or with me, like, okay, how could I create a masterpiece where if somebody enters, they'll go through an experience during like 60 minutes or 90 minutes or even 2 or 3 hours. What would the odds be that people at the end of the webinar, halfway of the webinar, or the VSL would be like, yeah, of course I'm going to, I'm going to attend your mastermind. And I'm 100% convinced that you are able to do this. The thing is that it's not easy to create this. It's not something that you do out of the blue, like you have to really think it through. And it's a lot of different moving pieces. But if you, um, if you apply those principles to create a masterpiece, well, you can create something that can work for you for years and years and years. So for example, this campaign that we're talking about right now, yesterday I was talking with my team, I was like, man, this is, this is probably, this year is going to be the most amazing year ever because I built something like 12 months ago. Um, and the world is changing, the world is I, it's my belief that even more interested in what I'm teaching, but also what you're teaching. So it's really the idea of creating a perennial masterpiece that can, that can inspire your audience and also remove their objections and then easily convert them into like your $15,000 or $50,000 masterminds. And so I think it's, it's One, it's a belief that, oh, I can sell high ticket on a webinar. That's one. But also the belief like, man, this could be like the most amazing thing in my business if you, if you treat it like a masterpiece.

Yeah. So just for context, what is the €33,000 program that you're selling? So people have a sense.

So we have 3 offers and one offer is like my mastermind group, which is actually a €33,000 offer. We have an €11,000 offer and then we have another €33,000 offer, which is we help you with the launch of your digital product. So we will guide you through basically creating a masterpiece when it comes to launches. So I'm a big advocate of preparing your launches well in advance and really do them really well so you can actually repeat it all the time. So we help them creating a— we call it a cash flow quarter It's a full quarter of marketing campaigns. It's 2 big marketing campaigns. So we help them, um, yeah, schedule it, create all the emails, create the offers, create the upsells. It's a small done-for-you component with it, which is we will do, uh, 1 ad campaign for you where we have an ad spend of €5,000. They have to invest the €5,000. It's in their campaign, but we will create the whole campaign with it with them. So it's do-it-yourself, done-with-you, and done-for-you. A cocktail of those two, those three things where you're gonna work out a whole cash flow quarter, two campaigns, and then when everything is finished, we will do a €5,000 ad spend in your ad account. So you will have at least like 2,000 or 3,000 new opt-ins that will go through the whole campaign. You'll get probably a couple hundred sales of your front-end products, and you have everything ready so you can copy and paste for the other quarter. So it's a really, really amazing offer, which is almost a no-brainer.

So when you did the €1 million in— was it 30 days? 10 days?

No, that was in 10 days. When we launched, it was in 10 days.

Was that for the mastermind program or that was for—

No, that was for this offer, the cashflow course.

Got it. Okay.

Where we—

And so it seems like the most important thing beside— I mean, the targeting and all that is the actual presentation, the actual 3 hours, what goes into it. Spending the time to make it amazing. I mean, if I look at mine, we have, we have people who come from organic, people come from our videos, people come from ads, people come from emails. There's a couple versions. I think the one that's most, it's either a quiz funnel or a VSL of me saying what the program's all about. Then it'll either go to a closer or go to a setter on the team. And then from there, a closer has a conversation and The two programs we have are either $15,000 or $50,000, right? So I'm assuming all that could be put into your model of the webinar/VSL explaining the differences, who's this right for, yada, yada, yada. But how then do you make this masterpiece of a 3-hour insane webinar that people will spend €30,000 on?

One thing is I don't advise people, if you're not experienced with doing webinars, to create like 2,000 slides. I literally have 2,000 slides. It's 3 hours. I think it's like 6 seconds per slide. And I really sit down and make that masterpiece. However, if people try to do this without having the experience, because I'm like half man, half PowerPoint, I've been doing this for so long. So it's a half PowerPoint.

Half PowerPoint.

Okay, great. I think in PowerPoint. So this works if you have that skill that like specifically working with that many slides works if you have that skill set. You don't need to work with so many slides or you don't even have to work with slides to make this work. In your case, I would, and we talked about this, like you, like most of your audience, most of your clients are the €15,000 offer, right?

That's the easiest seller. Yeah.

If you would do a webinar and it could be just in, in just in the video like we're doing right now. If you do a webinar where you explain YouTube and you know how to explain this, you've done this 1,000 times. And then really take the time to craft an amazing offer, which shouldn't be like, hey, I got this mastermind you can join, but you should have a build-up and you should have some anticipation. And preferably you will have some social proof as well, people who are buying in the moment, or even showing all the testimonials. And then preferably also have a little bit of scarcity, like, okay, now you can sign up for this, and if you sign up right now, It's gonna be this price and you will get these and these bonuses, for example. So it's, it's basically, it's not super complicated. It's really making people excited about YouTube. Well, I think you're a master with that. And then crafting an amazing offer and then have a clear call to action. And then I think you're like 70, 80% there. It doesn't have to be perfect, but it does have to be amazing. And I think you by yourself already when you were presenting YouTube, It is very amazing and people are super inspired and people want to take the next step.

And I'm pretty comfortable with PowerPoint. I've been doing that for, I don't know how long, a long time. I don't know that I think in PowerPoint or I would call myself half man, half PowerPoint, but you know, fairly comfortable with it. I'm just trying to figure out what the difference is because a lot of people run webinars, they run PowerPoints. Uh, is it just that there's a belief that it's not possible and you just didn't believe that and went and did it? Because a lot of the things that you've said right here Um, it seems to follow a typical kind of webinar VSL structure.

Yeah.

Um, and so I don't know if there's anything that's particular in the psychology of it. I can apply it obviously to YouTube, but, um, the kind of pillars that you just laid out seemed like, uh, the common standard pillars of here's how you run a webinar. So is the magic that like it's just in the details of how to do all of that? Or is the magic in just the belief that you can sell something at €30,000 from a webinar?

I think that's the biggest one. I knew that it was possible. There was nothing in my mind that's like, ah, this is not gonna work. I was like, ah, I, I tested it on a live audience in front of a group. People were buying. It's like, okay, this is gonna convert. Let me create an amazing offer. And you have the proof that hundreds of people, uh, signed up for your thing. So you'll have 100% the belief that people wanna buy it. Maybe not have to believe that people would buy it on a webinar, but people would buy it on a webinar. There's no question about that. And the thing is with webinars is, and again, like I'm pro-webinar, pro-VSL, pro-sales letter, pro-offer doc, pro, pro anything that makes the sale. I'm also very much pro-automated and like not having a big team and, you know, having like passive income as in like, but it's 100% the belief. And the thing is, and we talked about this a couple of weeks ago, is that Streaming is, is so hot right now. Like, if we— if you would do streaming, like, and you will have a big following watching your streams all the time, that's something that's super effective. Well, the same thing goes with a webinar. A webinar is nothing else than a live stream. And, um, and for people to attend a webinar— again, most people wouldn't attend the webinar, but the people who will, will attend the webinar, uh, they're your hardest audience. And, um And so yeah, they will buy if you do it well. There's no, no question about that.

I guess the one you use, you were doing it live. So I guess that is that the feedback, like do it actually live a few times, get the feedback, improve, iterate before you turn it into an automation.

I didn't do it live. So that's the thing. I know I prerecorded from the beginning. Yeah. Yeah. And I actually think that's better, but that's also when you're experienced with doing webinars. I know that if I can pre-record a webinar, I can present the way it is as it would be when it would be live. So I wouldn't come with the energy of, hey, this is a video, hey guys, I was like, hey guys, like it would be like I would present towards a live audience, but it wouldn't be a live audience. But for me, and that's also, and I have a lot of like small things that I can talk about is that If I record like a 3-hour VSL/webinar, I don't do it in one take. Like, it's like 30 takes because I know that my energy fluctuates. And after like 20 minutes of teaching, maybe my energy drops a little bit, maybe my voice is a little bit not so great. So I just take a 5 or 10-minute break or even a 15-minute break and then go on to the next 15 minutes or 10 minutes. Or whenever I mess up during the presentation, I can just stop and So it's sometimes it takes me like a day to record, sometimes even 2 days to record a 2 or 3 hour webinar. But then I know like, okay, it's on point from the beginning until the end.

You don't change your shirt. Yeah, exactly.

But that's not a problem.

It's kind of growing extra little stubble here.

Well, that's the thing. That's why I don't use video because—

Oh, you're not on camera at all. It's just audio.

Zero. Wow.

Okay. That's cool. I assume you'd still be there. At least on the side?

No. Okay. No, not once.

Wow. So it's just the screen and then your voice and you don't want to turn it to ElevenLabs and automate the voice too?

No, no. I mean, no way. They'll hear my voice.

No, no, I got it. But you can use ElevenLabs if you're all into that to have you give it a script and then it turns into Elko. I mean, we don't do that. Like if I'm on video, it's me. If it's audio, it's me. but you could, like a lot of people are doing that. They use their voice, they just type in a script into ElevenLabs and it pops out their voice. It's been trained through AI to replicate them.

Yeah. If, I mean, if it would work the way I would want it to work, I would definitely be open for that. But it's what, so also for example, my slides is like, it's 70%. What you see on my slides is what I say. And then I add like 30% in that 3-hour webinar.

How often, just best guess, how often and when are you doing the actual CTA to go sign up?

Yeah, I think my first actual call to action is around 1 hour and 15 minutes. Wow, okay, that's deep. Yeah, yeah. And then it's like 1 hour and 45 minutes of keep on going, and then that just goes to a checkout page. Yep, just a simple order page with no information on it because I present all the information on the webinar. That's also a thing what I see a lot of people do wrong is that, oh, you have an amazing pitch and then you send them to a page and the page is full with like information which can create objections. People are already convinced that they want to do the thing and then like you don't want to send them to a sales page, you want to send them to an order page and the order page has to be clean.

Nothing like not even here's the bonuses you get, it's just, just the credit card payment information, go. Got it. Okay, cool.

If we are in a restaurant or in a shop and we buy something and we're ready to pay, like, it would be strange to like add like an extra 2 or 3 steps. Are you sure you want to buy this? Like, and or do you know that this is also in a part of it? We don't even— if we're ready to buy, we're ready to buy. Don't create any new information that could create objections.

And then your point about, um, you know, why this versus a sales team? You said, well, one, you know, the sales team might get in the way and create more objections than watching a video, but two, timing. It's like the salesperson might not be available until tomorrow or the next day. How often are you running these webinars? Like, is there one happening every day, every hour for people to go and watch?

We have 8 campaigns this year, so that's through the mailing list. And then during the year we'll have, I would say, around 10 moments where we advertise to the webinar. So for example, like a week where we advertise to the automated webinar. So it's, it's not all the time, but it's pretty often. It's pretty consistent as well.

Got it. Okay. So if I, I mean, some people are running actual just super automated. Every 10 minutes is a new webinar starting. Yeah. You want, so you also want like everybody else in the room is live. It's just you who's not, right?

Yeah, we tried same-day advertising, so same day to the webinar, didn't work for us. For us, just the best thing that works is like advertise from a week up until the webinar. So we'll advertise for a full week. My belief was that, you know, if people are interested right now, just give them what they need right now. But we just couldn't make it work the same day. Yeah, adds to a live webinar and this is just what works best and it sort of makes sense. Like you really work towards an event versus, hey, I got something, hey, you can hop on in 10 minutes. That will create a lot of disbelief as well for people like, is this live or no? And also the way I'm, I'm so meticulous about this, I want it to be on a Zoom. I want to say like, hey, this is a Zoom, you can sign up for a Zoom instead of a webinar. Most of the people in, well, maybe not most of the people, but a lot of people in our world know that if you go, for example, to a WebinarJam or WebinarGeek or whatever software it is, there's, oh, that's an automated webinar, or hey, I can sign up right now and the webinar starts in 10 minutes at 6 hours and 40 minutes. Like, ah, that doesn't really make sense. Like, why would you start a webinar at 6:40 instead of like 7 PM? Or so it's just— and maybe that's me trying to be the perfectionist, but, um, when it comes to webinars, I'm a perfectionist.

So I just really want to make it, make it Perfect for team to run it. Is it just one person doing the tech behind the scenes?

Yeah. Yeah.

And then are you engaging? So we have chat with anybody?

We are not, but you could. So what you can do with iEvents is, for example, if at 1 hour and 15 minutes I do my call to action, I tell them go to this URL, um, and then you can automate that everybody gets a text— or another text message, uh, a chat message at 1 hour and 50 minutes with the link, for example. And then 20 minutes later, you can send another link to the whole chat. So you can automate that. You could have somebody from your team in the chat replying comments. We don't usually do that live. It would be optimal to do that live, but we don't do that. So we might miss a couple of sales per year. Could, could be. What we do do is afterwards we check all the messages. If people, for example, have a sales question or an objection, and we can then follow up by or DM or even call them.

How do you then handle the onboarding afterwards?

Yeah, so somebody, they do a down payment of 1,000, 2,000, 5,000 or 33,000. So those are the options. And once they bought, they will get a WhatsApp message from my right hand in my team and they'll schedule an onboarding call. And even the onboarding call is, it's a 40-minute video where I explain the whole process. So the person on my team, they get on a Zoom, they say hi, they connect a little bit, and then they're like, okay, I'm going to show you a presentation of Ilco. So he presses play and that saves him another 40 minutes. And also it saves the— it, it doesn't add the variable of a person presenting something. So we have a 40-minute onboarding video and we show that video during a Zoom call, a one-on-one Zoom call. And, uh, so the Zoom calls also like 90% automated.

So your person is saying hi, builds rapport for 5 minutes or whatever, and then just sits there while the video's playing for 40 minutes?

Yep. He presses play and he just leaves.

Oh, he leaves. And so the person's on their own and then what, when the presentation's done, they just leave?

He, no, he comes back and, and answers some more questions.

Got it. Okay. So he goes, has a coffee break or whatever, comes back, goes for a walk and then, yeah. Okay. Yeah. Uh, and then do you need, I mean, cuz, because you're doing these in kind of launches, then do you need to extra staff up around just for onboarding all these people all at once?

No, no, no. I mean, if we get like, for example, 10 sales or 15 sales, which is already a lot of money and like a good success, that's one week of onboarding. So it's, it's nothing crazy.

Is there ongoing meetings with people that team is then having as well?

Yeah, so there's multiple meetings they have, but it's a 40-step process. So it's 3 phases divided or with 40 steps included. And so we help them with their launch, but they have to finish the 40 steps first before they, before they launch. So this way we don't add pressure. If you say like, okay, you just signed up and we're going to launch in 4 months or 2 months or 6 months or whatever. Immediately you add pressure and also immediately you won't create a masterpiece, probably, because there's, there's this time pressure. And so we— I'm a big believer in step by step, so, and, and finish the first thing, go to the next thing, go to the next thing, and then when everything is finished, then we'll launch. Instead of, okay, we're going to have a launch date and then pressure our way through that, which would add a lot of stress for them but also for us. So it's, it's 40 steps. And with every step, they have a video of me explaining it. We have templates. And then my team is available to answer questions and they have multiple meetings, but I'm not involved with anything. It's 100% the videos, the onboarding video, the templates, everything. But I'm not, I'm not a part of the delivery.

When you get to the mastermind side of things, because that, that seems to make sense for like your a product. Here are your 40 steps. We go through the steps, go at your own pace. We're here if you need help. And when you're ready to launch, you get the $5,000 bonus to go and put towards your ad campaign. Okay. I'm assuming the mastermind is not as kind of everybody follows the same steps.

No, that's just like, okay, you become a part of my group and we'll have an onboarding and that's it. And then every week, so every Monday, we do a 77-minute call where it's just them connecting with me and I'm answering questions, helping them, mentoring them. And we'll have, we'll meet up 3 times a year for 2 days. So we just a couple of weeks ago, we were in Cape Town with the whole group. The product that we're offering for 33,000 that I just mentioned is very step-by-step, very technical, very the masterminds. It's just very, it's sort of Genius Network-ish as in like, okay, we have a lot of discussions and we have some guest speakers. You spoke at one of my masterminds.

That was great. You've all had great questions.

Yeah, it's a great group and a great presentation. So, but it's just very relaxed.

So what does onboarding look like for that? Like if somebody signs up for 33K or whatever, the 33K, they're signing up for that. You like these 33, 33, 77. What's the repeating numbers, Elko? There's a, I don't know.

I like to, I like to use symbolic numbers. It just adds a little bit more flavor to it. What's the symbol?

I don't even know. It just sounds cool. Got it. So what does onboarding look like for that then? They're not just, somebody's not just showing up here, watch this 40-minute presentation.

Yeah. So what we do with my group, with my mentoring group slash mastermind group, is the first session is a one-on-one with me. So I don't, I don't really do one-on-one coaching or one-on-one mentoring. The only, the only time I do this is when you become a part of the group and we'll have a conversation. Could be like 1 or 2 hours where I really get to know you, where I have a good sense of where you are, where you want to go, and so I can help you better during the next year or hopefully the next couple of years. So it's a, it's a one-on-one we call it a take and tafel session, which means, um, yeah, just a mapping out your life slash business session, a big vision session. And so that's the start of my, uh, that's the onboarding of my mentoring.

So they sign up and then they, they, I mean, they don't get you right away, but it's book a time on the calendar to connect with us. And then you do that on year 2 and year 3 as well, or just year 1?

Year 1. And I was I might add it for— so what— and this is also really cool. Um, last year I decided to do an offer for everybody who's in a group, like, okay, you can extend obviously for 1 year, but you could also go for 3 years or 6 years or 10 years.

10 years, okay.

And yeah, and now 80, 80+% of the group signed up for 3 years or 6 years or 10 years. So there's multiple people who signed up for 10 years and, uh, multiple people who signed up for 6 years or 3 years. And what I did do for them is if you, if you extend for, for example, 3 years or 6 years, there's a bunch of one-on-ones with me attached to it as a, as a bonus because I super appreciate them to taking that decision to extend the partnership. And I like, I like working with them because they're amazing people and we really get to know each other during this whole period of working together.

So what does that look like if I— if, if it's 3, 6, or 10, how does the one-on-one time look like with you?

Yeah, 3 years is a full year of— well, it's 3 meetings, 3 one-on-one meetings with me for the, for the year, plus you have access to my— and it's funny I'm saying this right now, but this is like how it— how I've done it. I might not do this in the future, so But what I've done, why it works so well, is that for 3 years you get 3 one-on-ones with me and it's a full year of access to my WhatsApp. So you can send me messages on WhatsApp if you, you know, need advice or anything. And then 6 years is 3 years of one-on-one with me. So 3 sessions per year, plus also 2 weekends with me, which is 2 times 3 hours in the morning. In a row. So for example, I'm in Miami and then somebody can come over and then 2 days in a row, for example, from 9 till 12, I'm there with you and I'm helping you and we just have a really cool time together. And that's a bonus if you sign up for 6 years, for example.

That's— is that one-on-one or that's group?

No, that's one-on-one.

Okay.

Yeah. So that's— which is like overdelivering. Um, so again, like, I'm not— well, it's 2 times 3 hours during a weekend, so 2 mornings or 2 afternoons during the week, hours during a weekend.

Okay, they fly to you wherever you're at?

Well, that's, that's the idea. Not a lot of people have done that right now. We've done it in Amsterdam, we— I've done it in Cape Town. So we're— so I did an event in Cape Town, everybody came there and I did some sessions there. Um, but this is how I've done it, not how I'll do it in the future, because it's just It's hard work. I was, I was, I was very excited when I launched this offer.

Okay. And then 10 years?

The 10 years is 5 years of one-on-one plus I think 4 times a weekend during the next 5 years. So a weekend is in 2-3 hours.

So you sign up for 10 years, you get 5 times a one-on-one, 5 years of one-on-one, and in the next 5 years you don't get any one-on-ones.

Yeah, correct.

Got it. Okay. And so that's what you have sold. What are you What are you moving to for the bonuses? Playing with it. You're not committing to anything, but just some ideas. You're giving me ideas. It's brainstorming.

Yeah, I would, I would keep the WhatsApp because I, because it's asynchronous. It's not like in the moment. I don't need to put something in my calendar. So that's something that I like. And I like them whenever they're stuck or need my ideas or my visions or whatever. I actually like hearing from them. And I can answer whenever I like. So that's something that I would keep probably. The one-on-ones, like the really to put it in my schedule, I probably wouldn't do those because I, yeah, I just really value my freedom and I also value my time more and more. I feel like I'm sort of done with one-on-one mentoring. I want to create. I really want to you know, my inner creative and my inner artist. I want to give that more space. And then whenever I'm coaching or mentoring, I actually had a bunch of clients who paid me $100,000 a year for a one, for a monthly Zoom call, and I stopped with all of them just because I really want to have a lot of space to, for example, do YouTube and take time to really expand my brand internationally. So, and also we're full-time home traveling with the kids. I want to spend time with my kids. Like now it's 12:42 during the day. I just had breakfast with my daughter in the one hotel here in Miami, and I was like, I'd rather do that than coach somebody, which— and I know it's great and I like it, I don't hate it, I know it's super valuable, but there's more to life than coaching people. And I, uh, I'm more— yeah, I'm more excited about other things than actually doing one-on-one mentoring.

So that's kind of my fear, is like, if I commit to something and it's 10 years of having to do something, like, oh my gosh, what— or even like, if by the 10, then it's 5 years of doing that. How do you see yourself then differentiating the 1-year, 3-year besides the WhatsApp? Is there any difference between 3, 5, 10, or you're not going to sell the 10s anymore?

No, I would definitely sell it. If somebody would sign up for 10 years right now, I would say, oh, you'll have access to my WhatsApp for 5 years. I'm not afraid to, uh, I'm not afraid to, uh, commit to that. If I would find out like, oh, they're such a pain, which they're not because it's after a full year of working together, so I know them. If it would be a pain, I would just, I would just quit. Worst case, I would refund. So like, I'm not going to do the WhatsApp anymore. Oh, well, then you're not delivering what you've promised. But that won't happen.

And why do you split it in half for like 6 years gets 3, 10 years gets 5?

Yeah. Yeah, because they have to do the fulfillment of the payments. So for example, somebody buys 10 years. They can, they can pay right now, but they have to at least pay it within 5 years. If they extend for 3 years, they have to pay within 1 year. If they, if they extend for 6 years, they have to pay within 3 years. So it's not a, it's not an intention like, oh, my intention is to be a client for 6 years. My, it's my commitment to pay this off for the next 3 years. So that's when, and also the delivery of the one of the bonuses is within that time frame.

Someone signs up for 3 years, they get 1 year of WhatsApp with you. What if I'm done that, my 1 year, and they're like, oh, how do I get more WhatsApp time, Elko? What do I—

probably I'll tell them, send me a WhatsApp whenever you need me.

Yeah, because I hope they don't watch this video so they know that they can do that.

No, exactly. Well, hey, I really like them and it's really great and I don't mind the— and they, they don't really use that too often, so Okay, cool.

Yeah, that was a fun little divergence. Just very curious, 'cause I'm thinking about similar things, obviously. So back to the webinar and like the 3-hour, or Zoom call instead of calling it a webinar, any other things I'm missing or things to pay attention to or mistakes that, you know, you've made and learned along the way? If you had to do it for like your mastermind, how would you do it differently compared to the product that you're selling?

With the mastermind, it's a good question because I was, I was very, it was very easy for me to give you advice without really thinking it through because, you know, I, I'm selling a product or a service, not a mastermind during, through my, through my webinar. I think with a, with a, with a mastermind, I would do same thing like really creating a masterpiece. And then having them do a down payment. No, well, no, I'll do the same thing, or down payment or a full payment, and we'll do the onboarding. And if for whatever reason it's not a right fit, which can happen, you know, with masterminds, you want the right people in, um, I would want to assume that they're amazing. They're doing the payments during the webinar, and then during the first conversation, if I would like feel or see like, oh, we're not a right match, I would refund. So that's how I would approach that.

So the whole down payment thing. So somebody does, he says 1, 2, 3, or 33, right? Or what was your down payment?

Yeah, it was 1, 2, 5, or 33.

So what happens if I put $1,000 down or €1,000 down?

Yeah.

What do I still get my onboarding call or like what happens?

Okay. No, we'll get on the onboarding call and during the onboarding call, one of the things is, okay, how are we going to do with the payments?

Got it. Okay.

Yeah, it's, it's, it's just more that most people, especially in the Netherlands, have a limit on what they can, what they can pay online. So a lot of people have like this €3,000 or €2,500 limit just as a safety procedure. And they, they want to, for example, pay the €33,000, but they can't because there's a limit. And then they have to up the limit in the Netherlands. It takes like 4 hours. So that's why we do the down payments. I'd rather have a down payment and then during the onboarding collected the rest of the money than only having the full payment and then have people like, oh, I'll pay tomorrow, and then, you know, tomorrow never comes, right?

Yeah, I mean, when people do the mastermind for us, it's $50K. They don't put that on a credit card. It's usually a wire transfer that comes in. So, and I guess it needs a phone call after the onboarding or deposit down. Yeah, to be able to do it. Are there any different bonuses or anything between the 1, 2, 5 down? Uh, let's just pick what you want to put down.

Well, um, we start whenever the full payment is there. So, you know, there's— it's— we're not going to fulfill the whole product if we only get a partial amount paid. Um, so no, there's no real bonus whenever you pay full.

So I mean the amount of the deposit, because you do 1, 2, 5. Is there any difference? No. I just pay one of the three. It doesn't matter. Just put something down.

Yeah.

Okay.

Yeah. One of the four. So 1, 2, 5, or 33. Yeah. Most people, most people actually do 30. Well, I would say 50% actually do the 33 payment, $33,000 payment, euro payment immediately. Yeah.

We don't really sell the product. Uh, we're selling more strategy and the difference between our $15K and our, so our $15K is you work with our growth, like everybody gets a growth strategist. You get a, a 1-hour onboarding with them to understand your business and what your goals are. It's like you, for example, would be, well, I'm gonna go live on YouTube. Like, okay, cool, let's devise a strategy around that. And it still kind of falls within buckets, but there's no, like, we don't funnel everybody through the exact same system each time. So it's a lot more strategy and that part needs people, I think. So it's a 1-hour onboarding and then it's a 25 or usually half an hour call once a week. Working on whatever the most important thing is that you need to work on, right? So like you go live this week, you went live twice on your channel. Awesome. Okay, what do we need to fix for the next time? As opposed to like giving you other homework that you don't care about, cuz it's, it's, it's not a cookie cutter product. The difference between our $15K and our $50K, the $15K is basically for 4 months. The $50K is for the year. The $15K, uh, if you do it 3 times and you save for the year, it's basically $45K. Uh, I go live training, answering questions twice a month. There's a, there's a course with everything in it, our community. But at $50K, we also do the meetings 4 times a year in person as a group. And so if somebody's doing the math, they're like, okay, so if I stay for a year, it's $45K anyway, but now I also get the, the 4 in-person events. People then just want to join the mastermind, assuming they can afford it, assuming they want to go quickly. So I'm trying to figure out how best to put that into a, I don't, So I've got two issues in my head. One is like, hey, it's more strategy than actual product. So how do we make a masterpiece in your words to align that? And then I guess showing off the difference between the $15K and the mastermind, that's easy enough to show the different options and then sell that. But how would you do it? That's why I asked about your mastermind. Like how would you sell it and create the masterpiece for that? Because it's not a here are the 40 steps that you go through. Literally everybody is different and we're customizing a strategy for them.

Yeah, it's, it's, yeah, again, like I would really just teach them like why is YouTube the way to go and, and then this is what we're gonna do like with a, and then I would make a decision. Do you want to offer both masterminds during the webinar or just one? Would you want to go for only the $15,000 option or would you add like Oh, you can do this one or that one. My intuition, but maybe I'm wrong, I would go for one. I would go for the $15,000. So you can just, yeah, I would just consistently sell that, which is, it's more of a no-brainer. There's less potential objections and potential questions with, with the $50,000, which is obviously a better offer, but it's also like, oh, 4 times 2 days, like, where are the events? Or do I get the recordings if I can be there or stuff like that, I would, I would go for the $15,000 and then follow up and see during the onboarding, okay, do you want to do this or maybe you want to go for the full year including 4 meetings live in Toronto and in Phoenix? Just to simplify and to make a better offer where there's no confusion. Like, confusion kills conversion and With adding two different offers, you can actually, if it would be like, oh, you can do for 4 months or 8 months or 12 months and you can pay like $15 or $30 or $45, that's less confusion. But now it's two different products.

I think that actually works. I mean, I think the, I think the opening structure works. I think the onboarding would be harder for us to have somebody come in and just play a 40-minute video and then come back.

With our onboarding, it's really a pro— like, it's a 40-step process that we really have to explain. I'm assuming for you it's like, oh, you're gonna crush YouTube and we're just gonna see like together, like what's your, what's your strategy gonna be? You don't need like a 40-minute video where you explain all the things. It's, it's, I think it's way simpler what you offer than what we offer.

It's more customized for sure. You know, so like in talking to you, like you want to go live. We had a whole conversation over breakfast the other day too where it's like, okay, most people don't want to do that, Elko. You know, that's a weird thing that you want to do, but cool, we can help. Most people who come to us don't want to be an influencer and just be famous. Like they have businesses, they're trying to sell something, but it could be a service, it could be a local business, it could be a book that they want to get out. They want to be a speaker. Like everybody has different goals. So we have to match the content strategy to the business strategy, but everybody has different business strategies. So the content strategy falls within— it's, it's not an infinite number. There might be like 10 different paths, but to try to explain 10 different paths, through a video where like 9 of them may not work for you. It's kind of a waste of time. No, but I, it's interesting. I think if we're doing a, uh, I mean, we do the 1-hour onboarding to get to know them. A growth strategist is assigned to them. That could also be the upsell conversation to say, hey, maybe you're a better fit for mastermind.

And that's something where you could create a video, a 15-minute video where you explain the masterminds, where they can say like, okay, I think you're a good fit for the master, for the $50,000, or the year, uh, masterminds. Um, let me show you a video of Evan where we explained that mastermind.

And then they sit there, they press play, and I talk for 15 minutes, and then they come. That sounds crazy to me, but okay.

Well, we actually— you were there, uh, we had a Breakfast with Joe, uh, last week or two weeks ago where he was explaining that it actually converts better to show a video during a live presentation So whenever you're doing a seminar or a webinar or even in person, showing a sales video works, outperforms like selling live, which is, which is a crazy idea. But he was, he was talking about that and I believe him.

Yeah, yeah, I'm down to test. It just sounds crazy. You're breaking, breaking the mold, but you know, why not? It's fun.

That's what you experience with your growth strategist, you call them. Yeah, like one could be amazing at upselling and one, the other one could be not so amazing at upselling, but If you can remove that variable and just show the video, which was, which will be hopefully a really cool converting video, you remove that variable.

Make it 15 minutes.

I'll make it as long as needed, but I don't think you, I don't think you need to go hard on that. It's just an explanation and the added benefits and the added.

I was thinking like 4 minutes, not 15.

Oh, well, okay. I was like, oh, 15 minutes, not too long. Do it for me. It's fine as well. It doesn't matter. Like, whatever you— the best way you can offer.

I'm just imagining, like, somebody joins a program and then they, in their onboarding, have to watch a 15-minute video. Again, it could be just be a limiting belief that they're going to sit there for 15 minutes watching this pitch for mastermind. Uh, but yeah, I don't know, down, down the, down the try.

And I mean, if the pitch is valuable and inspiring and cool, so it's just a part of the experience. Yeah, exactly.

Cool. All right, anything, uh, I should have asked you, or, uh, you know, other, other ways that I suck, Alko?

You don't suck. You're amazing. And, uh, I always appreciate your, um, support and, uh, your presence. And, uh, you're just so much fun. So you're, you're a great human being. I really appreciate it.

Well, I know you're making your big push now into the US market. If people want to learn more about you, dive in, what's the next step you want them to take?

I would go to my YouTube channel. Like, I just started releasing YouTube videos for— like, I've been doing this stuff for 20 years in the Netherlands. This is actually the first time I'm actually teaching in English in this way. I have never really shared my ideas and my thoughts in English. And literally last week I started my YouTube channel. If you just go search for my name, Ilkra Boer, you'll probably find it. Hopefully you'll find it.

Nobody knows how to pronounce that, Ilko.

No, but it's, uh, I think it's—

we'll link it up, we'll link it up below in the description. Thank you, man, super appreciate you.

Yeah, I appreciate you, and, uh, see you next time.

To learn how to break free from your limiting thoughts, check the video right there next to me. I think you'll love it. Continue to believe, and I'll see you there. You're gonna look back and, and this could be the most powerful and valuable work you've ever done, because this is really— when people talk about the internal game, they want to change behaviors, they want to change results in their life, but where it starts is with our thinking.